The State of Subscription Sales: 2019/2020

It is predicted that 80% of new technology spend will sit with business buyers by 2020.

TSIA research has been noting for years that the cost of selling technology is going up. Companies are spending more of their total revenue on sales and marketing than they have in the past. We also know that selling XaaS offers/subscriptions costs more than selling traditional transaction-based deals.

So, there’s real pressure on organizations to get their internal processes efficient enough to make sure they have the right skills, the right compensation models, and the right tools in place to avoid escalating sales costs.

This mid-year State of Subscription Sales report provides a perspective on the key factors impacting the world of sales as organizations look to increase the percentage of their revenues from XaaS or subscription offers.

Authored By:

Martin Dove

Vice President, Subscription Sales Research, TSIA

​Publish Date: June 7, 2019

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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